Eric G. Malmlow
Bibliographic record and links to related information available from the Library of Congress catalog
Figures
Acknowledgments
Introduction
Part 1: From Idea Generator to Entrepreneur
1. Start-up Thinking
1.1 Money Available
1.2 Your Business Idea
1.3 Thoughts about Organization
1.4 The Four Different Markets
1.5 Checklist for Your Pre-Start Marketing Plan
1.6 Pricing in the Consumer Market
1.7 Pricing in the Industrial Market
1.8 Your Decision
2. From Start to Proprietor
2.1 Income Statement
2.2 Balance Sheet
2.3 First Budget; Second Year
2.4 A Few New Terms and Ratios
2.5 Cash Budget; Second Year
3. Being Proprietor, Becoming Entrepreneur
3.1 Team Planning for Growth
3.2 Financial Ratios
3.3 Time to Incorporate?
3.4 Additional Working Capital
3.5 Long-term Capital for Faster Growth
3.6 A Logical Argument for Growth
3.7 Application for Long-term Capital
Part 2: Entrepreneurial Planning
4. The What, Why, How, and Pitfalls of Planning
4.1 What Is Corporate Planning?
4.2 Why Do Formal Planning at All?
4.3 How to Organize for Planning
4.4 There Are Some Pitfalls
5. A Planning Model
6. Overview of the Planning Procedure
6.1 A Short Summary of the Procedure
6.2 Development of the Planning Effort
6.3 A Summary of Features Pertaining to This Approach
7. Issue and Action Planning
7.1 A Step-by-Step Procedure
7.2 Assembly of Relevant Information
7.3 How to organize for Information Assembly
7.4 Analysis of the Total Situation
7.5 Establishment of Needs for Action
7.6 Development of Project Work Programs
7.7 Profitability of Large Projects
8. Estimating Financial Resources
8.1 Condensed Description of the Procedure
8.2 Starting Data
8.3 Environmental Factors
8.4 Manageable (Strategic) Factors-
8.5 Long-term Budget
8.6 Estimates of Financial Resources
8.7 A Computer Program for the Estimates
9. First "Provisional" Corporate Plan
9.1 The "Plan to Plan"
9.2 The Corporate Plan Meeting
9.3 Evaluation of Suggested Projects
9.4 Recheck of the Long-term Budget
9.5 Selection of One Realistic Estimate of Financial Resources for the Planning Period
9.6 Investment Gap Analysis
9.7 Need for Other, Nonfinancial Resources
9.8 Free Discussion of Purpose
9.9 Purpose Statement
9.10 Strategy Statement
9.11 Strategic Goals
9.12 Development Projects and Control Plan
9.13 Assembly of the Plan Document
9.14 The Budget for Next Year
9.15 Monitoring for Results
Part 3: Corporate Development
10. Development Strategies-an Overview
10.1 Classifications
10.2 Internal and External Development
10.3 Evaluation of Business Opportunities
10.4 Organization for Strategy Implementation
11. Efficiency Improvements and Divestitures
11.1 Improving the Existing Business: A Number of Approaches
11.2 Invited Information from Within
11.3 A Management By Objectives (MBO) Approach to Planning Integration
11.4 Zero-based Budgeting
11.5 Portfolio Analysis
11.6 Strategies for Profit Improvement
12. New and Improved Products and Services
12.1 Successful Innovations: Environmental and Process
12.2 Environmental Factors
12.3 Improving the Innovation Process
12.4 The Step-by-Step Innovation Process
12.5 Work Programs for R & D Projects
12.6 Management System for R & D
13. New Markets at Home and Abroad
13.1 Marketing at Home and Abroad-Introduction
13.2 The Marketing Plan
13.3 A Marketing Audit Approach
13.4 Going International
13.5 International Marketing of Consumer Products
13.6 International Marketing of Industrial Products
13.7 Organization at Headquarters
14.Diversification
14.1 Need for a Systematic Approach
14.2 Organization of Diversification Projects
14.3 The Idea Phase
14.4 The Information Phase
14.5 In Retrospect: Why Diversify?
Additional Reading
Index